Aaron Ross’ book, Preditctable Revenue, completely changed how startups think about and execute sales. You would be hard pressed to find a successful SaaS salesperson or executive who hasn’t read it. It is not a stretch to say that Predictable Revenue singlehandedly changed the perception of cold calling from a a traditional “smile and dial” […]
As a leader you are going to have to learn how to change people’s behavior. It’s a really difficult skill to learn, but once you master this five step process you can get people to do whatever you want. To put how powerful this can be into perspective here is an awesome quote on leadership […]
Earning your living selling can be a tough business. Sales is full of rejection so you must have a thick skin and prepare for it as even the best salespeople are getting rejected a majority of the time.
For an Inside Sales Leader of a team that primarily makes outbound calls, there are ultimately 7 metrics that matter. Focusing on these will help you consistently move the needle and drive consistent revenue growth for your organization.